News: Performance Management
Management training 'can unlock the most efficient use of sales staff'
16 February 2009
An expert claims that to improve staff performance, it is essential to focus on the best use of resources, which might require management training.
John Gregoire, a partner at the Praxes Group, tells Sales and Marketing that managers must be aware of the comfort zones sales staff work within and encourage them to focus on their strengths.
He suggests team leaders should understand the behaviour and motivations which work within their group, allowing them to make best use of these resources.
"Consider supporting the mentoring program with an independent coach. This must be someone who understands the world of the consultant," he tells the news provider.
Mr Gregoire warns companies not to expect immediate responses from these initiatives as these will create long-term advantages.
Earlier this month, Dave Stein, chief executive and founder of the ES Research Group, told the magazine the success rate of sales training schemes can be improved if managers take part.
